If you're passionate



about what you do, there are bound to be times when you become frustrated with a

prospect that voices what sounds like an insulting objection. It's natural to

take some of these remarks personally, but it's also essential to keep your

sense of balance when you feel that you're "on the grill." Follow these simple

rules when your prospect says that your specs are wrong, your price is too high

or your quality is suspect:

• 
  
  Accept the objection at face value. In other words, don't argue points. It
  
  will only irritate your prospect.



• 
  
  Analyze the objection. Is it reasonable? Perhaps this prospect is not yet
  
  convinced that you fully appreciate the importance of his or her requirement.
  
  Lean forward, give this person all your attention, and start taking notes and
  
  asking questions.



• 
  
  Consider the possibility that this prospect isn't satisfied with your proposal
  
  and is giving you a chance to revise what you're offering. Most objections are
  
  merely a request for additional information.

Sometimes the objection

raised by your prospect isn't the real one at all. Ask yourself: Would you make

this objection if you were in the other person's shoes? But be careful not to

irritate your prospects. Empathize with them and question the underlying concern

that lives at the heart of every objection.